Targeting the very important buyers VIB: A cluster analysis approach

References

• Aljukhadar, M., & Senecal, S. (2011). Segmenting the online consumer market. Marketing Intelligence & Planning, 29(4), 421–16. https://doi.org/10.1108/02634501111138572
   Google Scholar
• Aljukhadar, M., & Senecal, S. (2015). Determinants of an organization’s website ease of use: the moderating role of product tangibility. Journal of Organizational Computing and Electronic Commerce, 25(4), 337–359. https://doi.org/10.1080/10919392.2015.1087701
   Web of Science ®Google Scholar
• Allred, C. R., Smith, S. M., & Swinyard, W. R. (2006). Shopping lovers and fearful conservatives: A market segmentation analysis. International Journal of Retail & Distribution Management, 34(4/5), 308–334. https://doi.org/10.1108/09590550610660251
   Google Scholar
• Arce-Urriza, M., Cebollada, J., & Tarira, M. F. (2017). The effect of price promotions on consumer shopping behavior across online and offline channels: Differences between frequent and non-frequent shoppers. Information Systems and e-Business Management, 15(1), 69–87. https://doi.org/10.1007/s10257-016-0310-2
   Web of Science ®Google Scholar
• Armstrong, G., & Kotler, P. (2016). Marketing: an introduction (12th ed.). Pearson.
   Google Scholar
• Ball, D., Coelho, P., & Vilares, M. (2006). Service personalization and loyalty. Journal of Services Marketing, 20(6), 391–403. https://doi.org/10.1108/08876040610691284
   Google Scholar
• Barnes, S. J., Bauer, H. H., Neumann, M. M., & Huber, F. (2007). Segmenting cyberspace: A customer typology for the internet. European Journal of Marketing, 41(1/2), 71–93. https://doi.org/10.1108/03090560710718120
   Web of Science ®Google Scholar
• Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989). Measurement of consumer susceptibility to interpersonal influence. Journal of Consumer Research, 15(4), 473–481. https://doi.org/10.1086/209186
   Web of Science ®Google Scholar
• Bourdeau, L., Chebat, J.-C., & Couturier, C. (2002). Internet consumer value of university students: E-mail-vs.-Web users. Journal of Retailing and Consumer Services, 9(2), 61–69. https://doi.org/10.1016/S0969-6989(01)00025-X
   Google Scholar
• Brengman, M., Geuens, M., Weijters, B., Smith, S. M., & Swinyard, W. R. (2005). Segmenting internet shoppers based on their web-usage-related lifestyle: A cross-cultural validation. Journal of Business Research, 58(1), 79–88. https://doi.org/10.1016/S0148-2963(02)00476-9
   Web of Science ®Google Scholar
• Chiou, J. S., & Pan, L. Y. (2009). Antecedents of internet retailing loyalty: Differences between heavy versus light shoppers. Journal of Business and Psychology, 24(3), 327–339. https://doi.org/10.1007/s10869-009-9111-7
   Web of Science ®Google Scholar
• Dahana, W. D., Miwa, Y., & Morisada, M. (2019). Linking lifestyle to customer lifetime value: An exploratory study in an online fashion retail market. Journal of Business Research, 99(June), 319–331. https://doi.org/10.1016/j.jbusres.2019.02.049
   Google Scholar
• Fang, J., Wen, C., George, B., & Prybutok, V. R. (2016). Consumer heterogeneity, perceived value, and repurchase decision-making in online shopping: The role of gender, age, and shopping motives. Journal of Electronic Commerce Research, 17(2), 116–131 http://www.jecr.org/sites/default/files/17_2Paper2.pdf.
   Web of Science ®Google Scholar
• Fitzsimmons, J., & Fitzsimmons, M. (2004). Service management: Operations, strategy and information technology. McGraw-Hill.
   Google Scholar
• Forsythe, S. M., & Shi, B. (2003). Consumer patronage and risk perceptions in Internet shopping. Journal of Business Research, 56(11), 867–875. https://doi.org/10.1016/S0148-2963(01)00273-9
   Web of Science ®Google Scholar
• Frasquet, M., Mollá, A., & Ruiz, E. (2015). Identifying patterns in channel usage across the search, purchase and post-sales stages of shopping. Electronic Commerce Research and Applications, 14(6), 654–665. https://doi.org/10.1016/j.elerap.2015.10.002
   Web of Science ®Google Scholar
• Hansen, T. (2005). Consumer adoption of online grocery buying: A discriminant analysis. International Journal of Retail & Distribution Management, 33(2), 101–121. https://doi.org/10.1108/09590550510581449
   Google Scholar
• Harris, P., Dall’Olmo Riley, F., Riley, D., & Hand, C. (2017). Online and store patronage: A typology of grocery shoppers. International Journal of Retail & Distribution Management, 45(4), 419–445. https://doi.org/10.1108/IJRDM-06-2016-0103
   Web of Science ®Google Scholar
• Hu, T., Bigelow, E., Luo, J., & Kautz, H. (2017). Tales of two cities: Using social media to understand idiosyncratic lifestyles in distinctive metropolitan areas. IEEE Transactions on Big Data, 3(1), 55–66. https://doi.org/10.1109/TBDATA.2016.2580542
   Web of Science ®Google Scholar
• Jayawardhena, C., Tiu Wright, L., Dennis, C., & Dennis, C. (2007). Consumers online: Intentions, orientations and segmentation. International Journal of Retail & Distribution Management, 35(6), 515–526. https://doi.org/10.1108/09590550710750377
   Google Scholar
• Kim, Y. (2018). Power moderates the impact of desire for exclusivity on luxury experiential consumption. Psychology & Marketing, 35(4), 283–293. https://doi.org/10.1002/mar.21086
   Web of Science ®Google Scholar
• Kooti, F., Lerman, K., Aiello, L. M., Grbovic, M., Djuric, N., & Radosavljevic, V. (2016). Portrait of an online shopper: Understanding and predicting consumer behavior. In Proceedings of the ninth ACM international conference on web search and data mining, February, 205–214.
   Google Scholar
• Kumar, A., Bezawada, R., & Trivedi, M. (2018). The effects of multichannel shopping on customer spending, customer visit frequency, and customer profitability. Journal of the Association for Consumer Research, 3(3), 294–311. https://doi.org/10.1086/698876
   Google Scholar
• Laroche, M., Yang, Z., McDougall, G. H., & Bergeron, J. (2005). Internet versus bricks and mortar retailers: An investigation into intangibility and its consequences. Journal of Retailing, 81(1), 251–267. https://doi.org/10.1016/j.jretai.2004.11.002
   Web of Science ®Google Scholar
• Liang, T. P., & Huang, J. S. (1998). An empirical study on consumer acceptance of products in electronic markets: A transaction cost model. Decision Support Systems, 24(1), 29–43. https://doi.org/10.1016/S0167-9236(98)00061-X
   Web of Science ®Google Scholar
• Liu, Y., Li, H., Peng, G., Lv, B., & Zhang, C. (2015). Online purchaser segmentation and promotion strategy selection: Evidence from Chinese E-commerce market. Annals of Operations Research, 233(1), 263–279. https://doi.org/10.1007/s10479-013-1443-z
   Web of Science ®Google Scholar
• Lwin, M. O., Wirtz, J., & Stanaland, A. J. (2016). The privacy dyad: Antecedents of promotion- and prevention-focused online privacy behaviors and the mediating role of trust and privacy concern. Internet Research, 26(4), 919–941. https://doi.org/10.1108/IntR-05-2014-0134
   Web of Science ®Google Scholar
• Maignan, I., & Lukas, B. (1997). The nature and social uses of the Internet: A qualitative investigation. Journal of Consumer Affairs, 31(2), 346–372. https://doi.org/10.1111/j.1745-6606.1997.tb00395.x
   Web of Science ®Google Scholar
• Mallapragada, G., Chandukala, S. R., & Liu, Q. (2016). Exploring the effects of “What” (product) and “Where” (website) characteristics on online shopping behavior. Journal of Marketing, 80(2), 21–38. https://doi.org/10.1509/jm.15.0138
   Web of Science ®Google Scholar
• McDougall, G., & Snetsinger, D. W. (1990). The intangibility of services: measurement and competitive perspectives. Journal of Services Marketing, 4(4), 27–40. https://doi.org/10.1108/EUM0000000002523
   Google Scholar
• McElroy, J. C., Hendrickson, A., Townsend, A., & DeMarie, S. (2007). Dispositional factors in internet use: personality versus cognitive style. Management Information Systems Quarterly, 31 (4), 809–820. URL. http://aisel.aisnet.org/cgi/viewcontent.cgi?article=2564&context=misq.
   Web of Science ®Google Scholar
• Morisada, M., Miwa, Y., & Dahana, W. D. (2019, January). Identifying valuable customer segments in online fashion markets: An implication for customer tier programs. Electronic Commerce Research and Applications, 33 (January–February) , 100822. https://doi.org/10.1016/j.elerap.2018.100822
   Google Scholar
• Murray, K. B. (1991). A test of services marketing theory: Consumer information acquisition activities. Journal of Marketing, 55(1), 10–25. https://doi.org/10.2307/1252200
   Web of Science ®Google Scholar
• Nicolao, L., Irwin, J. R., & Goodman, J. K. (2009). Happiness for sale: Do experiential purchases make consumers happier than material purchases? Journal of Consumer Research, 36(2), 188–198. https://doi.org/10.1086/597049
   Web of Science ®Google Scholar
• Pandey, S., Chawla, D., & Venkatesh, U. (2015). Online shopper segmentation based on lifestyles: An exploratory study in India. Journal of Internet Commerce, 14(1), 21–41. https://doi.org/10.1080/15332861.2015.1006516
   Web of Science ®Google Scholar
• Pascual-Miguel, F. J., Agudo-Peregrina, Á. F., & Chaparro-Peláez, J. (2015). Influences of gender and product type on online purchasing. Journal of Business Research, 68(7), 1550–1556. https://doi.org/10.1016/j.jbusres.2015.01.050
   Web of Science ®Google Scholar
• Peck, J., Barger, V. A., & Webb, A. (2013). In search of a surrogate for touch: The effect of haptic imagery on perceived ownership. Journal of Consumer Psychology, 23(2), 189–196. https://doi.org/10.1016/j.jcps.2012.09.001
   Web of Science ®Google Scholar
• Rohm, A., & Swaminathan, V. (2004). A typology of online shoppers based on shopping motivations. Journal of Business Research, 57(7), 748–757. https://doi.org/10.1016/S0148-2963(02)00351-X
   Web of Science ®Google Scholar
• Sin, L., & Tse, A. (2002). Profiling internet shoppers in Hong Kong: Demographic, psychographic, attitudinal and experiential factors. Journal of International Consumer Marketing, 15(1), 7–30. https://doi.org/10.1300/J046v15n01_02
   Google Scholar
• Sobel, M. E. (2013). Lifestyle and social structure: Concepts, definitions, analyses. Elsevier.
   Google Scholar
• Sorce, P., Perotti, V., & Widrick, S. (2005). Attitude and age differences in online buying. International Journal of Retail & Distribution Management, 33(2), 122–133. https://doi.org/10.1108/09590550510581458
   Google Scholar
• Swinyard, W. R., & Smith, S. M. (2003). Why people (don’t) shop online: A lifestyle study of the Internet consumer. Psychology & Marketing, 20(7), 567–597. https://doi.org/10.1002/mar.10087
   Web of Science ®Google Scholar
• Van Boven, L., & Gilovich, T. (2003). To do or to have? That is the question. Journal of Personality and Social Psychology, 85(6), 1193–1202. https://doi.org/10.1037/0022-3514.85.6.1193
   PubMed Web of Science ®Google Scholar
• Vijayasarathy, L. R. (2003). Shopping orientations, product types and Internet shopping intentions. Electronic Markets, 13(1), 67–80. https://doi.org/10.1080/1019678032000039903
   Google Scholar
• Watson, R., & Popescu, G. H. (2021). Will the COVID-19 pandemic lead to long-term consumer perceptions, behavioral intentions, and acquisition decisions? Economics, Management and Financial Markets, 16(4), 70–83. https://doi.org/10.22381/emfm16420215
   Google Scholar
• Wedel, M., & Kamakura, W. (2000). Market segmentation: conceptual and methodological foundations. Kluwer Academic Publishers.
   Google Scholar
• Westerby, H., & Nortun, T. K. (2021). Do marketing professionals care about the pareto principle? Master’s thesis, Norwegian Business School, Handelshøyskolen BI. Retrievable from https://biopen.bi.no/bi-xmlui/bitstream/handle/11250/2823758/2939620.pdf?sequence=1
   Google Scholar